Agency Ascend

Commercial insurance isn’t just a bigger version of personal lines—it’s an entirely different process.

In this episode, Amanda Hightower of Hightower Insurance Group joins Agency Ascend to discuss the operational changes required to grow a successful agency. From navigating a difficult market to implementing procedures, managing remote teams, and building better broker relationships, Amanda shares the lessons she l...

Richard Johnston joins Agency Ascend to share one of the most transparent conversations we’ve had yet about leaving the captive insurance model and rebuilding independently.

Richard walks through the realities of operating a captive agency, including shrinking bonuses, staffing requirements, storefront overhead, and aggressive rate increases that eventually pushed him to reconsider his future. He also shares the emotional side...

The captive agency model has helped many agents enter the insurance industry, build discipline, and learn how to sell. But in 2026, the model is facing new pressure.

In this episode of Agency Ascend, Chad Brumit, Chris Sterlacci, and Jessica McBurney break down the biggest issues impacting captive agents right now, including reduced commission structures, moving compensation targets, rising business expenses, staffing requirements, ...

Starting an agency is exciting, but the first 12 to 24 months can also expose every weak spot in a business plan. In this episode of Agency Ascend, Chad Brumet, Chris Sterlacci, Jessica McBurney, and special guest Mindy Monaco, Director of Agency Development at CAA, break down the five things successful agencies do early to build real momentum. The conversation covers why having a plan matters, how to avoid drifting, and why early-...

In this episode of Agency Ascend, Chad, Chris, and Jessica break down what’s really happening with carrier relationships, market access, and agency positioning heading into 2026. While many agents are asking if markets are opening back up, the reality is more nuanced: carriers are becoming increasingly selective, prioritizing profitability, data, and alignment over sheer volume.

The team explores how strong carrier relationshi...

Choosing a network, aggregator, or franchise isn’t about finding the “best” option—it’s about finding the right fit for your vision. In this episode, Chad and Jessica break down the primary models available to independent agency owners: easy-entry clusters, pure aggregation volume groups, elite institutional models, and franchise systems. Each comes with trade-offs in ownership, support, capital requir...

In this episode, the team breaks down the real paths agency owners take—and why choosing the wrong one can quietly limit growth. From lifestyle agencies and producer-owners to builders, acquirers, and exit-focused firms, the hosts explain how each model operates and why success looks different for each. The discussion challenges the assumption that all agencies should grow the same way, highlighting how misalignment between m...

In this episode of Agency Ascend, the core team dives deep into one of the most misunderstood topics in the insurance industry: contracts. Building on feedback from a previous acquisition-focused episode, the conversation explores how contract language determines who truly owns client relationships, carrier access, and long-term agency value. The hosts break down why many agents believe they own their book—when in reality, th...

This special reaction episode of Agency Ascend brings the full core cast back together to revisit and react to standout moments from earlier episodes. Producer Sir Isaac steps in as moderator, curating clips and guiding discussion as the cast reflects—sometimes seriously, sometimes humorously—on how those conversations land with hindsight. The episode blends industry insight with candid behind-the-scenes commentary, giv...

This episode of Agency Ascend digs into one of the hottest topics in the independent insurance world: acquisitions—why they’re accelerating, what drives agency value, and how owners on both sides can make the smartest decisions. Chad, Chris, and Jessica discuss why recurring revenue, private equity activity, and market shifts have turned acquisitions into a central growth strategy for agencies of all sizes. They also ex...

In this episode of Agency Ascend, hosts Chad Brummett, Chris Sterlacci, and Jessica McBurney sit down with David Allen, Commercial Lines and Sales Instructor for Insurance Centers of America (ICA). David shares how ICA’s education model has transformed insurance training by prioritizing live, interactive learning that engages agents across the country — from beginners to seasoned professionals.

He opens up about his jour...

In this episode of Agency Ascend, Chad and Jessica sit down with CAA’s Growth Coaches, Mindi Monaco and Robyn Dallas, to discuss how growth coaching transforms independent agencies.

Mind shares her journey from AAA captive agent to mentor and coach, while Robyn reflects on her path through underwriting and marketing before joining CAA. Together, they explain how their roles combine mentorship, analytics, and hands-on support t...

In this episode of Agency Ascend, we sit down with Austin Jordan, a Regional Sales Manager with AmTrust Financial Services in the DFW area who shares his career journey, lessons from the field, and practical advice for agencies transitioning into commercial insurance. 

He talks about the importance of mentorship, building trust through service, and how agencies often solve problems clients don’t even know they hav...

In this episode of Agency Ascend, hosts Chris and Chad sit down with Amanda Hightower, founder of Hightower Insurance Group. Amanda shares how a moment of divine inspiration led her to start her own agency, Which as been a hard journey of finding the right and the mindset, systems, and leadership lessons to build to the scale she has reached today.

She walks through the emotional challenges of being a leader, how she invests...

In this episode of Agency Ascend, hosts Chad Brumit and Chris Sterlacci sit down with Diana and Ron Crenshaw of Elite Security Insurance. From military service to agency ownership, the Crenshaws share how their unique paths led them to buy and revitalize a struggling agency. They reveal how systems built from scratch, strong communication, and unwavering honesty with clients helped them grow rapidly—even during a hard market....

In this episode of Agency Ascend, hosts Chris and Jessica sit down with Wes Spencer, co-owner of Spencer Insurance DFW, for a masterclass in agency growth and strategic decision-making.

Wes shares how he and his brother navigated the transition from a captive agency to full independence—one of only eight agencies nationwide to take advantage of Nationwide’s Partner Choice buyout. He explains how they built a thri...

In this Agency Ascend episode, James Spencer of Insurance DFW shares his journey from the captive world to building one of the most respected independent agencies in the Career Agency Alliance. He explains how early frustrations with changing comp plans led him and his brother to take a long-view approach to starting their own agency. By prioritizing coverage over cost and educating clients with clarity, James earned unwavering loy...

In this episode of Agency Ascend, Cameron Moore, founder of ProCo Insurance, shares how he built a thriving independent agency during one of the hardest insurance markets in decades. From abandoning law school to launching ProCo during COVID, Cameron’s story is one of resilience, mentorship, and relentless forward motion.

He discusses the pivot from personal lines to commercial, hiring mistakes, and what it takes to actual...

In Episode 7 of Agency Ascend, we sit down with Sean Munger, a producer with an owner’s mindset, to unpack what it really means to play the long game.

This episode is all about consistency, execution, and long-term thinking. Sean breaks down how he built trust with clients, developed a disciplined work ethic, and focused on delivering value over time, not just short-term wins.

We also dive into:

• The importance of humility an...